Winning the Battle vs. Winning the War: Why Comp Plan Buy-In Matters More Than the Design

Joseph Wong is Director of Incentive Compensation Design and Governance at Moody's. Before that, he managed comp integrations for Salesforce acquisitions including Slack, Tableau, and Traction on Demand. In this episode, he walks through his end-to-end planning process that starts six months before the fiscal year, why he refuses to pay on pipeline, and how he communicates hard comp changes by building calculators that show reps exactly how to earn more. He also shares his M&A comp playbook and why getting stakeholder buy-in is harder and more important than getting the design right.